How to Be More Charming

By Scott Raab

It doesn’t matter what you do for a living; it’s all sales. It’s making people feel good about doing business with you. You meet me. My voice is firm and sunny. I’m smiling. A smile is a primal thing, mighty past words.

1. The first thing I’m going to say is “Thanks for making time for me” [because] you don’t owe me squat.

2. The next thing I’m going to do is ask about you. I’m going to learn about you, and I’m going to learn from you.

3. I’m going to make you laugh. [We’re] just a planet full of folks—rich and poor alike—all hoping to get treated better than dirt. I can give them that gift. You can too.